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Official AP Psychology Cognition Unit
Transcript of Official AP Psychology Cognition Unit
Miller = The amount of items that our short-term memory can hold (plus or minus two of course) Short-Term Memory But wait
there's more! Long-Term
Memory Relatively permanent and limitless storehouse of the memory system Including knowledge, skills, and experiences Echoic: Auditory Stimuli Iconic: Visual Stimuli Another Type... And remember... last but not least of all P s h c o g o _ _ _ _ _ _ _ _ _ _ Psychology Unit Magic #7 BCOV S1 How do we recieve Use magic as well Recall recognition HINT: use the measure of memory in which the person must retrieve information learned earlier Info? Also by Relearning The Cost to Acquire a Customer (CAC) exceeds the Life Time Value (LTV) a customer brings us. This is my third go-around selling to large enterprises, SkyStream, Kontiki and now Qumu.
I like to explain to you the problem the way I see it, the changes I suggest to avoid making the same mistake again. and Travels to Clients Travels to clients to get to know them
Build report over lunch, dinner & golf events
Uses Social Media to find new leads
Closes deals face-to-face to relay commitment Types of long-term memory ` SFDC 10-K SlideRocket a-synchronous selling tool LinkedIn as a Sales Tool EchoSign - eSignatures for contracts Step 4: Implement a weekly training program Step 1: Elements of a SaaS Sales Machine Training: Coach your team! Organize like a sports team Due to high amount of changes in our field we can no longer rely on training institutions, this is the coach responsibility Provocative Meeting Prep Story Telling Using Prezi One Hour per week Skills: The Best and the Rest Tools Skills Methodology Skills (vs. annual 3-day training) Ryals and Davies identified 8 types of salespeople of which only 3 were consistently effective. The Effective Minority Meeting Preparation
Presentation & Rapport
The Sales Pitch
Rising to the Challenge WHAT EXPERTS DO BEST These are the skills that we must teach ! Visualization of the effective minority shows the corresponding behaviors of the most effective salespeople. Experts (9%) are good at all 7 skills. Consultants (15%) listen well and are good problem solvers. and Closers (13%) can pull off a big product sale, but their smooth-talking style does not work as well for selling services Experts! Selling SaaS in the Enterprise Methodology Training Tools Hire and develop along Web-Selling Skills Organize Skills Consultative with Provocative approach Latest in asynchronous selling tools Weekly training sessions with coach Flat/Sport team like organization, compensated on Logo, Use and Seats Most corporations get stuck at 100-300 customers Step 2: Hire along new Skills Customer Success Driven Step 3 - Re-organize in a new structure & RainKing - Get to the right prospects Most corporations get stuck at 100-300 customers A measure of memory in which the person need only to identify items previously learned such as a... Hubspot - All in one marketing SW Qvidian - Sales Playbooks Box - Hosting key documents <more to come .. // ..// Brief recording of sensory information in the memory system (773-202-LUNA) Storage Retrieval -Encoding: the processing of information into the memory system (extracting meaning) -Storage: the retention of encoded information over time -Retrieval: the process of getting information out of memory storage Working Memory: part of short-term memory focusing on the conscious processing of auditory and visual-spatial information as well as information from long-term memory R R R Such as a test A. Multiple-Choice Test B. Multiple-Choice Test C. Multiple-Choice Test D. Multiple-Choice Test Somewhat relating to the topic: http://www.youtube.com/watch?v=A4ugfCjqlZ4 a measure of memory that assesses the amount of time saved when learning material for a second time -Parallel Processing: processing of many aspects of a problem simultaneously; brain's natural mode for information processing for many functions (constrasts step-by-step) -Automatic Processing: unconscious encoding of incidental information, such as space, time, frequency, and of well-learned information, such as word meanings -Effortful Processing: encoding that requires attention and conscious effort -Rehearsal: conscious repitition of information, either to maintain it in consciousness or to encode it for storage -Spacing Effect: tendency for distributed study or practice to yield better long-term retention than is achieved through massed study or practice -Serial Position Effect: our tendency to recall best the last and first items in a list Encoding Automatic Effortful -Visual Encoding: encoding of picture images -Acoustic Encoding: encoding of sound, especially the sound of words -Semantic Encoding: encoding of meaning, including the meaning of words -Imagery: mental pictures; a powerful aid to effortful processing, especially when combined with semantic encoding -Mnemonics: memory aids, especially those techniques that use vivid imagery and organizational devices -Chunking: organizing items into familiar, manageable units; often occurs automatically -Rosy Retrospection: recalling the high points while forgetting the mundane -Peg Word System: mnemonic device relying on both acoustic and visual codes "One is a bun; two is a shoe; three is a tree..." -Hierarchies: broad concepts divided or subdivided into narrower concepts or facts in a synape's firing potential after brief, rapid stimulation; neural basis for learning and memory of an emotionally significant moment or event Don't forget! Priming: the often unconscious activation of particular associations in memory Types Explicit Implicit Skills Classical Facts Personal Events Conditioning Implicit (Nondeclaritive) -retention independent of conscious recollection (also known as precedural memory) Explicit (Declaritive) -memory of facts and experiences that one can consciously know and "declare" Hippocampus: processes explicit memories Cerebellum: processes implicit memories 2. Suggestibility: the lingering effects of misinformation 3. Bias: belief-colored recollection (feelings toward a friend recall initial feelings) One Sin of Intrusion 1. Persistence: unwanted memories (haunting images)